Medallia Key Account Management Playbook

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Managing even the deepest customer relationship has traditionally been regarded as something that only got strong attention during the sales process. But there’s a problem with this approach—failure to properly look after your existing customers, and the revenue new customers represent, can easily lead to the loss of both.

For over 10 years, Medallia has been solving this problem. We help companies continually improve their customer experience—driving both loyalty and growth. In the years we’ve been working with B2B accounts, we’ve learned a lot. We’ve pulled together those learnings into this Key Account Management Playbook which outlines the most common challenges B2B companies face when driving customer retention and growth. We’ve coupled those challenges with practical recommended plays that we compiled from years of being in the business.